Calculating the Return on Investment (ROI) for sales tools and technology requires more than simply measuring cost reductions, workflows, or overhead. True ROI should factor in time saved, efficiencies gained, and your enhanced ability to act on data-driven insights. Needless to say, that is easier said than done. This article will guide you in building…
Over the past few years, shifts in buyer behavior have drastically altered B2B and B2C sales processes. Some of these shifts can be attributed to the shock effect of the COVID pandemic, but many longer-term trends begun by digital native buyers are now coming to dominate markets. As Gartner found, most notably, the majority of…
With data increasingly driving decisions and shaping strategies, companies know that investing in data and analytics (D&A) is no longer optional. Yet, deciding how to establish and allocate a D&A budget can be challenging. We recommend a structured approach to help organizations make the most of their D&A investments—one that maximizes resources, aligns with strategic…
This piece by Robbie Morrison, CEO of Velosio, was initially published on Forbes.com. Check out the original here. One of the most hyped technologies in recent years, artificial intelligence (AI), has emerged as a disruptive force for businesses, the likes of which we haven’t seen since the emergence of cloud technology. The global AI market…
Your ERP system is the backbone of your organization, connecting critical operations like finance, sales, supply chain, and customer engagement. Yet, we find that traditional ERP systems fall short of their potential for many businesses. Data silos prevent collaboration, poor data quality erodes trust, and slow reporting hampers decision-making. These challenges result in operational headaches…
Data drives innovation, growth, and decision-making, but organizations often face a persistent obstacle: data silos. These isolated pockets of information housed within individual departments or systems prevent organizations from achieving a unified view of their data. Silos persist due to legacy systems, lack of integration, and cultural resistance, yet their consequences are far-reaching—missed opportunities, inefficiencies,…
You cannot build a data-driven culture overnight, nor is there a one-size-fits-all formula. We liken it to a journey—one that empowers teams to make decisions with confidence, drive innovation, and build resilience in the face of change. The path to becoming data-driven will look different for every organization, and the steps can be adapted, reshaped,…
Data analytics is now a cornerstone of modern business strategy. However, despite its transformative potential, organizations often face significant obstacles when trying to unlock the full value of their data. Among the organizations we work with, we see how challenges ranging from data quality issues to talent shortages hinder progress and slow decision-making. But with…
For project-based service firms, the end-to-end quote-to-cash process—from quoting to revenue realization—is often hailed as the holy grail of project automation. The key is to establish a “Data First” culture. This involves identifying the data your firm needs to make decisions and improve operations. Once you define the data you require, you can then find…
Digital transformation is the process of integrating digital technologies into every aspect of a business to fundamentally change how it operates. For sales teams, this transformation is not just about adopting new tools. It is about rethinking workflows, customer engagement strategies, and decision-making processes to gain a competitive edge. At its core, a digital transformation…